Partner Sales Director, Public Sector

Anaplan•Chicago, IL

2d•Remote

About The Position

Anaplan is seeking a Partner Sales Director to lead the Public Sector segment in the Americas. This role is responsible for driving Anaplan's Public Sector partner sales strategy in conjunction with North America Alliance Directors, Partner & Alliance Teams, Anaplan Sales, Customer Success, and Marketing. The role requires a deep understanding of the Anaplan partner ecosystem serving the public sector, including system integrators, advisory firms, value-added resellers, distributors, cloud service providers, technology ISVs, and consultancies. Knowledge of Enterprise Performance Management (EPM) in a government context, Anaplan's public sector market, procurement dynamics, and go-to-market approach is highly preferred. The role reports to the Senior Director, Partner Sales for the Americas, with dual accountability to the Public Sector Area Vice Presidents of Sales for the Americas.

Requirements

Experience in Cloud and SaaS software sales, consulting, customer support, and/or partner management.
Experience selling to or through partners in the public sector (Federal, SLED, and/or Education), including familiarity with contract vehicles, resellers, and public procurement processes.
Strategic problem solver but execution oriented.
Public sector industry knowledge and the gravitas to collaborate with both global and federal-focused system integrator partners and C-suite leaders at boutique partner organizations.
Ability to prioritize an intense workload while identifying the opportunities that will drive the biggest return on investment.
Track record in sales and go-to-market execution and can articulate the results driven.
Metrics-driven and able to measure, manage, and adjust to achieve goals.
Ability to multitask across objectives, service lines, sales reps, leadership, partners, marketing, and product functions.
Demonstrable experience in Business Development, including alliance establishment, alliance management, and marketing.
Experience identifying market opportunities with a track record of instigating go-to-market plans and subsequent sales follow-through.
Commercially astute, with the ability to promote the Anaplan proposition conceptually by illustrating business benefits and mission outcomes.
Working knowledge of public sector compliance and security considerations (e.g., FedRAMP, StateRAMP, data residency) and how they shape partner and solution strategy.
Ability to communicate with both technical and non-technical audiences and present the business value of the proposition.
A good communicator and presenter with strong negotiation skills and sound interpersonal skills, with the ability to influence all levels of an organization.

Nice To Haves

Deep understanding of the Anaplan partner ecosystem as it serves the public sector, including federal and public sector-focused system integrators, strategic advisory firms, value-added resellers and distributors that hold contract vehicles, cloud service providers (including government cloud regions), technology ISVs, and boutique consultancies at the field level (by segment, agency, and function).
Understanding the complexities and functional value drivers of Enterprise Performance Management (EPM) in a government context, such as budget formulation and execution, grants and program funding, workforce planning, and cost transparency.
Knowledge of Anaplan's public sector addressable market, procurement dynamics, and go-to-market approach.

Responsibilities

Authoring and delivering originated/sourced revenue, co-sold revenue, and pipeline creation to meet or exceed Americas Public Sector sales goals through the development of a detailed Public Sector partner strategy and business plan.
Contributing to the development and evangelism of the Americas Partners & Alliances strategy.
Managing policies and plans to avoid conflict with partners who participate in direct and indirect channels.
Communicating clear rules of engagement and driving pipeline governance with internal teams and partners.
Illuminating new public sector market opportunities, ensuring a high-impact solution play portfolio aligned to agency and institutional priorities.
Ensuring partner collaboration from pre-sale through post-sale cycles, including compliance, security, and procurement readiness.
Working with Anaplan field sales to identify potential new partnership opportunities within Public Sector.
Building a comprehensive, electronic network/relationship map of Anaplan partner leaders in the Public Sector segment.
Creating awareness of partners' capabilities with Anaplan's sales teams by developing marketing, enablement, and go-to-market programs.
Identifying and driving solution offerings that provide value to Anaplan in key public sector vertical and horizontal solution areas.
Responsible for the day-to-day, field-level relationship and pipeline management of channel partners at the Public Sector sales pod level.
Facilitating and extending relationships for the Public Sector Area Vice Presidents and other Americas leadership with thought leaders and change agents at impactful partners.
Managing and monitoring compliance and hygiene of all sales processes, ensuring accurate data is correctly tagged with minimal attribution conflict.
Tracking public sector buying cycles, including fiscal year-end timing, budget and appropriations cycles, and procurement milestones, to time partner engagement and forecast pipeline accurately.

Benefits

Optimizing business decision-making through our leading AI-infused scenario planning and analysis platform
Customer success and to our Winning Culture
Inspiration, connection, development, and reward
Diversity of thought and ideas
Behave like leaders regardless of title
Achieve ambitious goals
Celebrate wins – big and small
Strategy-led, values-based and disciplined in execution
Everything that makes you unique is welcome
Build what's next - together!